The Challenge
As an Enterprise Corporate Sales Manager (ECS Manager II) at OneTrust, you will play a critical role at the intersection of account management, sales, and renewals for enterprise-level clients (EBU). This position offers a unique opportunity to manage renewal efforts, strategically drive upselling and cross-selling, and secure new business. You’ll collaborate with a team that embodies OneTrust’s core values: Build One-TEAM, Earn Trust, Unlock Customer Impact, Be Curious, Step Up and Be Accountable, and Finish Stronger.
In this role, you will build strong relationships with mixed enterprise and strategic customer bands, ensuring their needs are met in the best possible way while leading renewals, cross-sells, and upsells for the accounts within a specific territory in the EBU. Additionally, you will manage new sales cycles to close net new logos from funnel leads within your assigned territory as needed.
You will lead end-to-end negotiations for opportunities, partnering with a cohort of Account Executives in your territory, and closely collaborating with Pre-sales, Cloud Specialists, Customer Success, and other supporting teams to maximize customer satisfaction and proof of concept, driving expansion opportunities and new business. You will also guide the renewal process and sales cycles with precision and strategic timing, ensuring internal forecasting aligns with client needs and remains accurate for the business.
Your Mission
We are seeking a seasoned professional with minimum 5+ years of customer-facing experience in managing accounts, Renewals Management and/or sales in the software industry. Your ability to elevate value selling and renewals management experience by operating seamlessly, building relationships and driving revenue growth will be critical for success. As a go-getter, you enjoy solving complex problems and thrive on collaborating across multiple teams to ensure the success of our customers. You also understand how to drive revenue growth as a consultative value seller.
- Strong command of a portfolio of customers and cultivate relationships with a focus on customer retention, revenue growth; ensure a consultative approach aligned with client needs
- Seamless collaboration with customer success, sales, and partners to identify and mitigate roadblocks, ensuring successful and on time execution of deals and contract renewals
- Navigating contract complexities with precision, addressing compliance issues for a seamless renewal rhythm while collaborating internally with stakeholders such as our legal team, Sales Ops, and others
- Identifying expansion opportunities for increased software platform utilization, ensuring clients find value in every interaction
- Managing customer sales (upsells and Cross-sell) within your portfolio of business
- Collecting and analyzing customer feedback, contributing to the growth and automation of the auto-renewal and standard renewal processes
- Listening to, and fully diagnosing, the client’s needs to propose solutions tailored to their requirements based on your knowledge of our product
- Managing portfolio through churn forecasting and execute reporting activity on a weekly basis with maximum accuracy
- Working effectively in a cross-functional manner with Business Development, Partner Channel, and Solutions Engineering to successfully land new logos and effectively close net new deals
- Utilizing knowledge of the business and market trends to incorporate strategic elements into both sales and renewal cycles, aligning with dynamic client needs
- Closely collaboration with Account Executives to identify and create opportunities on larger expansion and cross-sell revenue leads
- Detailed understanding of key competitors and their strategies to clearly differentiate OneTrust’s solutions in the marketplace
You Are
- 5+ years of customer-facing sales and/or Account Management and/or renewals management experience
- BS degree preferred (preferred in Marketing, Business, or Communications)
- Passionate for understanding technology and customer success stories with deep knowledge of what characterizes consultative selling
- Process excellence within sales and renewals cycle with the ability to complete accurate forecasting and reporting
- Strong verbal and written communication skills
- Excellent interpersonal skills with the ability to collaborate across teams
- Strategic mindset with the ability to be proactive and solution-oriented
- Familiarity with Salesforce or similar CRM solutions, particularly in creating quotes in CPQ and leveraging forecast methodologies
- Comfortable in a fast-paced & high-volume environment
